Tony Zambito

DECEMBER 8, 2011

Buyers are developing complex networks that collaborate.   This trend, along with the introduction of new values spurred on by the convergence of the Internet and the Social Age, is having a drastic affect on buyer decision-making. Buyerology Trend: Think Buyer Network vs. Buyer (buyerpersonainsights.com).

Trends 100

Trends Fulfillment Work Management Marketing Management 100

Tony Zambito

SEPTEMBER 27, 2011

In my recent article, Buyerology: The New Science of Understanding Buyer Behavior , I introduced the concept of Buyerology and the need for a renewed focus on understanding buyer behavior in the Social Age.    Just as social media fatigue may be setting in, I am beginning to see signs of content fatigue also. 

Peer-to-peer 100

Peer-to-peer Loyalty Correlation Pricing 100

Tony Zambito

FEBRUARY 10, 2012

In this new age of social and newly emerging forms of networks – it is no longer an easy fix. Emerging is buyer networks extending beyond our traditional views of the buyer. New technologies, social and Enterprise 2.0 New technologies, social and Enterprise 2.0 Yes, we even did a buyer persona.

Lead Ranking 100

Lead Ranking B2B Marketing Buyer Personas B2B 100

Tony Zambito

APRIL 12, 2011

.  In the new social age, engaging is taking on a whole new meaning. The underpinning of a new meaning being that of the social buyer “chooses” to engage – as in the buyer chose to engage with ABC Industries.    Social buyer personas today expect transparency. 

Buyer Personas 100

Buyer Personas Word of Mouth WOM Curation 100

Tony Zambito

AUGUST 8, 2011

While we've seen the rise of the social consumer in the past two years reshape the concept of social currency, we are witnessing the ascent of the social buyer embracing social commerce.    We are seeing the birth of a new era in B2B commerce that is more social, more connected, and more humanized. . 

Buyer Personas 100

Buyer Personas Wikipedia Buy B2B 100

Tony Zambito

JANUARY 22, 2017

Altering and reorganizing how people and businesses work, compete, create value, socialize, interact, and ultimately earn profits. As we rethink persona development for understanding the customer of today, the need arises to understand networked market ecosystems. More specifically, digitally networked market ecosystems.

Buyer Personas 100

Buyer Personas Digital Transformation Enterprise Management Account Based Marketing 100

Tony Zambito

MARCH 28, 2011

  However, the impact of social media and the digital age is becoming evident in this study.  The rise of the digital age and social media networks makes experience highly visible to interested communities of buyers.  Integrating Social Media into your Net Promoter Program.   Related articles.

Studies 100

Studies Spending Social Media Amazon 100

Tony Zambito

AUGUST 17, 2011

In my recent article, The Ascent of the Social Buyer , I made mention that social buyers today were exhibiting an internalized Social Engagement Index.    The mention of a Social Engagement Index is not new.    My mention of a Social Buyer Engagement Index is coming from a different direction. 

Social Networks 100

Social Networks Buy Interactive Marketing Social Marketing 100

Tony Zambito

AUGUST 31, 2011

  To me at least, it seems that in the social age the terms Reach and Engage cancel each other out.  Brian Solis  published an article entitled The End of Social Media 1.0.    While the focus is on social media and consumers, some points apply to buyer behavior and this question. 

Social Media 100

Social Media Amazon Social Networks Paid Search Agency 100

Tony Zambito

APRIL 2, 2011

Social Media Confusion : the company seems lost on what to do about social networking and that new “thing” called social media.    Sporadically, you hear an anecdote that the company wasn’t talked about favorably on a social networking site. 

Buyer Personas 100

Buyer Personas Trade Show Buzz Social Networks 100

Tony Zambito

MARCH 23, 2011

Networking : it is weird to put this word here because it conjures up the old image of networking – as in working the room.    However the digital age has opened up networking to a new level of accessibility for peers, colleagues, and influencers to communicate. 

Peer-to-peer 100

Peer-to-peer Network Marketing Buy Education 100

Tony Zambito

OCTOBER 27, 2010

.  A macro trend that is evident when one considers the outgrowth of micro sites, micro blogs, and micro social networks over the past couple of years.    Meaning buyers can engage in the special interests of their choice and find the tightly connected peer-to-peer networks to tap into. 

Trends 100

Trends Peer-to-peer Buyer Personas Marketing Automation Services 100

Tony Zambito

JUNE 26, 2011

In the B2B world, the emergence of the Social Buyer is causing organizations to search for better ways to reach its’ base of buyers.    What we do know is that B2B buyers are demanding more social experiences in their buying processes.   Image via Wikipedia. New Business Models.

Business 100

Business B2B Demand Generation Agencies Wikipedia 100

Tony Zambito

JUNE 1, 2011

This is the third installment of my reflection on Social Buyerology.    The first article, Social Buyerology: Understanding Buyers in the Social Age reflected on the need for a new science of examining buyers in the social age.  Social Interaction Listening. Behavioral Listening.

Buyer Personas 100

Buyer Personas Peer-to-peer Wikipedia Interactive Marketing 100

Tony Zambito

JANUARY 25, 2012

While today’s continuing convergence of the Internet, social technologies, and Enterprise 2.0 What are the new buyer ecosystems and networks that affect purchase behaviors? How do we understand and distinguish the buying behaviors of emerging social buyers and traditional buyers?

Buyer Personas 100

Buyer Personas B2B Allocation Peer-to-peer 100

Tony Zambito

MAY 5, 2011

  It requires evaluating what approaches align with today’s social buyer personas and what spend should be devoted to providing a social experience.    By doing so, a B2B organization can learn about the potential interactions social buyers desire that make up the entire social experience. . 

Buy 100

Buy Buyer Personas B2B Lock-In 100

Tony Zambito

APRIL 24, 2008

" The second trend affecting sales and just beginning to gain a foothold in the consciousness of buyers is the concept of "social media networking" For those of us who have been around a while in the selling profession, who could forget those days of your first sales manager beating you over the head about referrals.

Peer-to-peer 100

Peer-to-peer Trends Buyer Personas Social Media 100

Tony Zambito

FEBRUARY 2, 2012

Buyer network : we are moving fast and furious to a networked business society – referring to this term both technologically and socially where independent purchase decisions are a thing of the past.

Demand Generation 100

Demand Generation Lead Ranking Demand Generation 100

Tony Zambito

APRIL 10, 2011

As we continue to experience the evolution of the social age, one thing we can be sure about is the march of progression will pick up its’ steady beat.    The new social buyer is an outcome of this evolution and it has forever changed the dynamics of the seller and buyer relationship. . 

Buyer Personas 100

Buyer Personas Organization Buying Cycle Buyer's Journey 100

Tony Zambito

SEPTEMBER 19, 2016

Even more compelling is the greater influence of mobile and digital social platforms on reducing attention span and creating filtering behaviors in purchases. And over time , healthcare networks were involved in 5 year plus strategic transformation plans.

Buyer Personas 0

Buyer Personas Planning Paid Search Agency Content 0

Tony Zambito

NOVEMBER 28, 2010

This past year we’ve witness a meteoric explosion of social media, social business, and many other peripheral digital communications channels.    Without question, social media has dominated the business news in terms of conventional media channels as well as digital media channels.  

Social Media 100

Social Media Peer-to-peer Buy Media 100

Tony Zambito

MAY 11, 2011

  This may have been just fine – that is – until buyers have become fairly self-directed in the buying process as well as enabled by the Internet and social technologies.  Creating Scenarios About Your Social Buyer Persona (buyerpersonainsights.com).   Here is where buyer persona development can be of help. 

Buyer Personas 100

Buyer Personas Segmentation Buy Work Management 100

Tony Zambito

APRIL 12, 2010

The impact of Social Business is proving to be a seminal period in our history.    As the Internet changed our very means of how we view information, social media technology and social media channels are changing our views of customer relationships and conversations. 

Buyer Personas 100

Buyer Personas Business Social Media Lead Ranking 100

Tony Zambito

OCTOBER 3, 2011

  The convergence of the Internet and the Social Age is resulting in new as well as evolving values that we may not fully understand at the moment.    You will also note that 24 hour turnaround is prioritized highly and this can include the use of social networks. 

High Quality Lead 100

High Quality Lead Differentiation Social Networks Paid Search Agency 100

Tony Zambito

MAY 17, 2010

  Businesses continue to be in receipt of multiple waves of marketing messaging, email marketing, demand generation, pay per click, and many new forms of social networking oriented content.  Similarly, the world of B2B Marketing and Content Marketing must contend with parity. 

Buyer Personas 100

Buyer Personas B2B Marketing B2B Content 100

Tony Zambito

JANUARY 10, 2011

  I’m sure it makes B2B marketer’s heads spin just trying to assess if and how the constant evolution of digital marketing, social networking, content marketing, demand generation, marketing automation, and sales enablement fits into strategies to keep buyers engaged throughout. 

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B2B Buyer's Journey Sales Cycle Demand Generation 100

Tony Zambito

APRIL 6, 2012

The range of behaviors includes their behavioral attributes associated with social networks, the web, while at customer locations, engaging with employees, and several others. Building a range of available interactions albeit social, mobile, web, and etc. If you are still doing this today, this is another grave mistake.

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SMB Buyer Personas Lead Ranking B2B Sales 100

Tony Zambito

NOVEMBER 21, 2010

  We have new variables that were hard to fathom a few short years ago, such as social media and networking, that are directly impacting buyer behavior.    There is less visibility to buyers and just exactly when they decide to enter a buyer’s journey let alone a conventional view of the so called funnel.

Top of Funnel 100

Top of Funnel AIDA Buyer Personas Terms and Conditions 100

Tony Zambito

MARCH 25, 2011

  And these may very well be active online types who don't voice or interact yet they are everywhere in the social network.  .  The nature of what we typically have been researching has changed so dramatically the last few years that we may be in fact not reaching out to the right consumers or buyers. 

Research 100

Research Psychographics Buyer Personas Marketing Management 100

Tony Zambito

OCTOBER 4, 2010

There are four broad elements that lend itself to an integrated view of the Buyer Experience Ecosystem: Relationship : In the broader context, B2B offers the most complex network of relationships.    It’s still about relationships although today we have new tools and techniques at our disposal."

Buyer Personas 100

Buyer Personas Marketing Automation Services Buying Cycle Lead Ranking 100

Tony Zambito

MARCH 30, 2011

  The world of social networking and advances in B2C experiences has caused consumer sentiments to overlap into business sentiments now.  .  Experiences allow us to learn the how and why of buyer journeys, behaviors, and decisions. 

Peer-to-peer 100

Peer-to-peer Buyer Personas Demand Generation Agencies Demand Generation 100

Tony Zambito

NOVEMBER 11, 2020

Social progress has often been a marker defining history. Putting IBM in a position to help guide clarification on what was realistically attainable for many health networks. . As we have seen throughout history with social progress, resistance eventually bends towards acceptance. Women earning the right to vote.

B2B Sales 226

B2B Sales B2B Loyalty Buy 226

Tony Zambito

NOVEMBER 21, 2011

  This article looks at how buyers are developing more complex networks of interactions as well as decision-making and how organizations must adapt their view of buying. Buyer Trend: Developing More Complex Networks That Collaborate On Decisions.   In addition, the buyer network is expanding. 

Trends 100

Trends Buyer Personas Fulfillment Demand Generation Agencies 100

Tony Zambito

DECEMBER 2, 2011

Buyers are developing complex networks that collaborate. Buyerology Trend: Think Buyer Network vs. Buyer (buyerpersonainsights.com). .  Let’s recap the significant buyer trends noted so far in this series: Buyers are overwhelmed with content and desire experiences. Buyer behavior is changing rapidly and requires BIG insights.

Trends 100

Trends Buyer Personas Lead Ranking Content 100

Tony Zambito

JANUARY 3, 2012

Asking good questions was seared into my mental consciousness by several mentors early in my career. This notion was further influenced by prodigious reading of Peter Drucker. The premise being that good questions help you to focus and to get … Continue reading →

B2B Marketing 100

B2B Marketing B2B Marketing & Strategy Marketing 100

Tony Zambito

DECEMBER 15, 2011

This is the final article looking at buyer trends that will influence marketing and sales in the near and foreseeable future. Let’s recap the significant buyer trends noted so far in this series: Buyers are overwhelmed with content and desire experiences … Continue reading →

Trends 100

Trends Buyer Personas Business to Business Content 100

Tony Zambito

OCTOBER 3, 2011

Image by J. McPherskesen via Flickr As a follow-up to the article Influence of Buyer Perceived Value (BPV) on Buyer Behaviors and Decisions, offered is a perspective on how to implement a scorecard approach. The Buyer Perceived Value (BPV) Scorecard … Continue reading →

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High Quality Lead Buyer Personas Social Networks Network Marketing 100